I had an interesting conversation with a dentist recently. We were discussing treatment options for a patient with broken down teeth.
Put simply, the options were either to keep patching or to comprehensively rebuild the patients's mouth.
I asked whether the dentist had told the patient about the comprehensive option. The conversation went like this:
Dentist: “They could never afford that.”
Me: “How do you know?”
Dentist: “I just do.”
Me: “Have you asked them?”
Me: “Well how do you know?”
Dentist: “I just do.” And so on…
It's amazing how some dentists assume that they know what patients can afford without ever asking them. It's almost as if they have a particular and unusual psychic power.
Is this a trap you fall into?
If so, then ask yourself: “Do I really have a psychic power that lets me know about patient finances without asking or am I projecting my own insecurities on to the patient?”
My seminar dates for 2017 will be announced in December.